Running head: Japanese businessmen avoiding eye-contact during a meeting

Japanese businessmen avoiding eye-contact during a meeting

Abstract
I would like to discuss the differences of Japanese Business men and their customs, but in particular their need to avoid eye contact. I will talk about my views and the views of others, surrounding this custom and why it is done or upheld. I will also discuss what is the driving force behind this custom.

Japanese businessmen avoiding eye-contact during a meeting

I have been working in the business community for over 20 years in a sales capacity. What I have found is that, you have to be extremely aware of the many cultures you have to deal with. For instance you have to know that many people from India are vegan, or that people in Hawaii are less formal than people in New York, so don’t show up in a suit. Or New York you better be dressed to the T, Tie and suit is not optional. One custom that I find hard to understand is Japanese businessmen avoiding eye-contact during a meeting.

Japanese Business customs vs. American acceptance
I have been working in the business community for over 20 years in a sales capacity. What I have found is that, you have to be extremely aware of the many cultures you have to deal with. For instance you have to know that many people from India are vegan, or that people in Hawaii are less formal than people in New York, so don’t show up in a suit. Or New York you better be dressed to the T, Tie and suit is not optional. One custom that I find hard to understand is Japanese businessmen avoiding eye-contact during a meeting.

To me it seems on the outside looking in that many Japanese Customs are a waste of time and resources. For instance In meetings I have held with Japanese Buisnessmen they travel in very large groups to the meetings and can be very time consuming for me. I have always seen this as a burden dealing with this custom. After reading, A Guide to Japanese Business Practices. I have gained a better understanding why they travel in such large groups. It seems it is to ensure that there is complete understanding and consensus of the group as a whole. For a salesperson like me, understanding is very important.

Eye contact is a very important aspect to business in the America’s and it shows you trust and respect here in the United States just as a handshake does. This is what we were taught as young children, this would be considered a custom by most. If are person does not look me in the eyes when talking he doesn’t care or respect me, or quite simply he cannot be trusted. That is what I have been taught since I was a child.

There are many cultures that exist with different cultures around eye contact. I never really realized the differences we have around such an un-important part of our lives. For instance in Muslim countries, women and men are not supposed to make eye contact or in Puerto Rico children are taught to avert their eyes from adults. This is all very strange to me.

With Japanese business men they are taught to look at the neck and to avert their eyes form the person they are speaking with They do this as a sign of respect. This can be viewed differently by people from different cultures. Within the Japanese business culture constant eye contact is considered aggressive in nature.

“In other cultures, however, maintaining direct eye contact may be associated with disrespect. The Japanese, for example, would view eye contact as rude and disrespectful. Latin Americans and Africans likewise would associate eye contact with disrespect. Eye contact in some cultures depends on social position and gender. In India, eye contact is associated with social position; persons who are of different social classes do not make eye contact. In Egypt, eye contact is associated with gender; men and women who do not know each other avoid eye contact.” ( Martin, Jeanette S & Chaney, Lillian H., 2006)

In conclusion what I have discovered is that many of these differences in customs I find can be a cause of miscommunication. I mean if I was to look a Japanese business man in the eyes he may see it as a sign of disrespect or aggressiveness, if I was not aware and open to this custom. I have learned long ago that when in Rome do as the roman does. Oh yeah and to learn as much about the roman before I go there. But just as Americans do, many cultures will adapt or change to achieve their end result or goal.
“Maintaining eye contact is a very unusual behavior among the Japanese since the Japanese custom is to look at the Adam's apple of the listener, with only occasional eye contact. Most Japanese would find it uncomfortable if their partner kept continuous eye contact with them. However, some Japanese accustomed to dealing with foreigners will attempt to maintain eye contact.” (Kumayama, 1991)

Citations
( Martin, Jeanette S & Chaney, Lillian H., 2006)

(Kumayama, 1991)

References
Martin, Jeanette S & Chaney, Lillian H (2006) Global Business Etiquette : A Guide to International Communication and Customs, 132,133

Akihisa Kumayama (1991) Japanese / American Cross-Cultural Business Negotiations,
Intercultural Communication Studies I Retrieved from: http://www.uri.edu/iaics/content/1991v1n1/04%20Akihisa%20Kumayama.pdf